,单击此处编辑母版标题样式,*,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,Unit 6,Negotiation Strategies,Warm-up Activities,I.Pair works,Think about what you should do in a negotiation and talk with your partner.,II.Group work,Business negotiation is a very important occasion in a corporation,s operation.Work in small groups,discussing the role of negotiation in business and what are important in business negotiation.,III,Think about and then make a list of all the important points which you have discussed.,Background Information,Strategies of Negotiation,1.The price starting strategy,1.The high-profile strategy,This strategy is also known as European offer.The basic approach is that the seller first proposed a price that leave large empty,compare both sides,strength and the external competitive condition of the transaction,and then establish a common market and ultimately achieve the purpose of transactions by giving various incentives,such as quantity discounts,price discounts,commissions and payment concessions offered to gradually get close to the requirements of the buyer.,2.The lower price strategy,This strategy is also called Japanese offer,which is to propose a lower price than actual requirements of one,s own starting point of negotiations at first,so as to attract others and try to defeat opponents of its kind first,and then have genuine negotiations with the real seller who is tempted to engage in,forcing them to compromise.This strategy is more suitable when mass contents in the transaction or whole sets of equipment transaction,or the opponents,negotiations skills is weak and do not quite understand the market conditions.,2.Price segmentation strategy,The strategy is a technique of price decomposition,the quantity of goods or the using time acting as divisor,and commodity prices as dividend,coming up with low price,so buyers felt cheap with a high price in the first place.,3.The addition bidding strategy,Addition bidding strategy is in business negotiations,sometimes high prices will scare away customers,the seller put the price down into several levels,and gradually raised to a number of quotations,and finally still equal to the price one-time high quoted.,4.Differences quote,Differences quote is adopting different strategies on account of the nature of customer business purchase amount,transaction time,different methods of payment,etc.This price difference reflects the market demand of commodity in trading and should be paid attention to use.,5.Price Comparison,Price Comparison refers to throw more price offers of the same commodity,which are beneficial to the buyer himself,to set up a price frame of reference,then compare the trading goods and similar products of these businesses in the performance,quality,service and other trading conditions to made more conducive to the side,and as the basis for the party asking price.,Notes of Text,1.,priority interests:,the interests which are the most important ones and should be considered at first by people in a negotiation,首要利益：谈判各方在进行谈判时要进行优先考虑并予以确保的最重要的利益,2.,conflict spiral:,This term is used in international relations and refers to a situation in which actions by a state intended to heighten its security,such as increasing its military strength or making alliances,can lead other states to respond with similar measures,producing increased tensions that create conflict,even when no side really desires it.,冲突恶化模式：该术语是国际关系中的一个术语，指一个国家加强自身的军事力量或与他国联盟的行为会使其他国家做出相应的回应，从而在即便双方无意制造矛盾的时候导致两国关系的恶化并造成冲突。,Text analysis,1.Such sessions are likely to become reactive and meandering meetings rather than being proactive with specific goals in mind.,这样的会议并不能使人在头脑中形成明确的目标并采取主动，而是很容易就会起到反作用并使得谈判变得迂回曲折。,Session,n.会议；法庭的开庭；议会等的开会；学期；讲习会,例：The legislative session prorogued yesterday.,立法会议昨天休会。,This question will come forward at the next session.,这个问题将在下次会议上被提出讨论。,It seems that the suit has to hang over till its next session.,看来这个诉讼案得留到下次开庭时处理了。,Phrase,plenary session,全体大会,in session,在开庭；在开会；在上课,session key,会话密钥；对话关键码,special session,特别会议；特别法庭,practice session,练习赛；实习期,opening session,开幕式；开幕会议,briefing session,简介会,legislative session,议会会议；立法会会期,work session,工作对话；工作会话,joint session,上下两议院的联席会议,session manager,会话管理器；对话管理员；对话管理程序,Meander,n.漫步；曲流常用复数,vt.漫步；蜿蜒缓慢流动,vi.漫步；漫谈,例：There are some remarkable trails that meander off into the surrounding countryside or slope back down to the beach.,从一些值得注意的山径可以漫游到四周围的农村或回到海滩的斜坡。,They tumble down mountainsides;they meander through flat farmlands.,它们滚滚冲下山脊，蜿蜒穿过平坦的农田。,At first I was embarrassed to meander home through the Alsatian villages looking for a restaurant where I could have lunch.,起初，我为难地穿过阿尔萨斯村庄蜿蜒往家开去，路上寻找着我能够吃上午饭的饭店。,Phrase,free meander 水文 自由曲流；水文 自由河曲,incised meander地质 深切曲流；嵌入曲流深切弯曲；嵌入曲流深切曲流,meander spur 地理 曲流山嘴；地理 曲流山脚；河曲嘴,proactive,adj.前摄的前一活动中的因素对后一活动造成影响的；有前瞻性的，先行一步的,例：You have to be proactive about this.,对此，你必须要主动。,You should be proactive,not passive.,你应该主动，而非被动。,They should work together with the other par